Face to Face Selling

Erik,

I've done the door to door stuff and here's what will work best for you.

In addition to the other comments here, which all have merit for you with this, here's what I know, first hand, what will work the best:

You need two things to have with you: First is a before and after photo of a renewed or cleaned deck. If you don't have one, since you haven't done it yet, then you will need to get and do your first job without it, but do take before and after shots for future prospecting.

Then, as Joel mentioned, you need to have a flier with attention grabbing information to leave with them. They could very well call you for an estimate, especially when you do one for a neighbor. Leaving some info with them when they seem uninterested is a win/win for them and you, since it could turn into a job for you anyway.

Now, go out on a Saturday and Sunday, but especially on Sunday after 11AM. Start off by approaching only those people who are in their yards. It doesn't matter if they are doing yard work or just outside.

I've found that people are much more responsive and friendly when appraoched this way, since they are already outside. Quite often, when a person has to stop what they are doing to answer the door, they are being interrupted and are not always as receptive and friendly then.

After you've secured some appointments this way, then feel free to knock on doors and be sure to mention that you're going to be giving an estimate to one or two of their neighbors (those you do have the appointments with).

After you have a couple of positive experiences, your confidence level will soar like a shot in the arm!

After you get going this way (it's always the hardest in the begining) I'd approach them like this: "Hi, I'm in the neighborhood today offering free estimates for deck renewal or cleaning (as you hand them the laminated card with your before and after photos). I'm going to be giving an estimate to your neighbor (use the name) and would like to give you a no obligation estimate for doing yours" (assume they need it or even have a deck). If they say yes, then make the appointment. If they say no, then hand them your flier by saying: "Thank you just the same, let me leave this with you in case you decide to call for the estimate."

Go get-em Tiger!!

Lawrence